OPINION

When vendors are under intense pressure, solution providers are always the first to fall subject to the whims of top management aiming for short-term transaction gains rather than long-term strategic strength.

Solution providers gearing up for XChange 2014 understand that a major transformation is under way, one that is being driven by cloud, mobility, changing buyer behavior and other forces that are causing IT integrators to rethink their value propositions.

As a VAR and/or integrator, it has become a requirement to provide your customers with cloud solution options, preferably ones that minimize the impact on your traditional storage and infrastructure business.